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6 Ways To Maximize Your Next B2B Marketing Campaign

  Lisa R Cassidy     Oct 30, 2018

Fotolia_73122273_XS idea, plan, actionSuccessful marketing means getting in front of the right audience, with the right message, at the right time.  

It is a process designed to ensure that all messaging and communication strategies are consistent across all channels and are centered on the prospect’s needs.  

While there is no one sure-fire formula to creating a successful marketing campaign, the following six methods are sure to maximize the impact.

 

#1 Know your audience.

In order to connect with your audience, you need to be honest about who your audience is and what their preferences are.  Start by getting answers to these not so simple questions.

  • What are the features of your best/most profitable customers and how can I find more prospects like them?
  • Where do your prospects go to gather information? Newspaper? TV? Social media? Email?
  • What types of messages resonate with this audience?
  • What format do they like to get their information? Video? Print? Word of mouth?
  • What are their interests or pain points?
  • What role do they have in the organization?
  • What motivates them to take action?

 

#2 Focus on channels that yield results. 

Not every business needs to have a presence on Facebook to be successful. Before spending too pumpkin cartoon on focusmuch time trying to be everywhere, focus on the places your prospects go to get information. Then spend a few months measuring the value of the leads coming from each channel.

If Facebook leads turn into customers, put more money into Facebook posts and ads. If Google Adwords yields better leads, invest there. Just make sure to put enough time and effort into each channel before pulling the plug. Adwords, in particular, takes several months for ads to show up consistently.

 

#3 Be clear, compelling and concise with your message.

Resist the urge to go overboard. Your message must be clear (not confusing or filled with jargon), compelling (interesting or topical to your audience) and concise (to the point), or readers will lose interest. We suggest testing multiple messages, while controlling for other variables, to see which approach is most effective.

 

#4 Have a consistent look and feel.

Create a visual connection with your audience. Everything should look like it is coming from the same company. The overall design should have the same look and feel whether it is the style of photography, font types or color combinations. The visual theme should be repeated across all channels. Visual consistency will help prospects remember you and is the key to looking organized and professional.

 

#5 Create content for all the stages of the buyer’s journey.

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All content is not the same. In the early stages, a prospect may not yet be aware that they need your product or service, so creating awareness is more valuable to them then pricing, for example. Google is often the first place buyers go to research topics they are interested in learning more about, so it is important to have blogs, ebooks and social media posts available for discovery on relevant key words.  

Once a buyer is aware and ready to evaluate their options, they will most likely want pricing or comparison information. It is at this point that they may click on google ads, landing pages or your web site to get more information. If they are serious about a purchase, they will be eager to connect with you and provide their email address so they can receive more information about your product or service.

 

#6 Track everything.

The most important aspect of any campaign is to make sure that you understand whether you are achieving the results you intended. The best way to know this is by identifying your goals up front, then tracking against these goals. There are many tools for tracking and evaluating campaigns. Marketing platforms, like Hubspot, can make tracking leads from multiple sources a.k.a web site, email, online ads, landing pages, forms, social media posts and more, seamless and easy, not to mention informative thanks to their real-time reporting dashboards.

 

Whatever way you choose to move forward, as long as you make it a habit to stick to these six methods for implementing and managing your campaigns, you will find that you get better, more reliable, cost-effective results that align with your company’s marketing goals. 

 


 

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Tags  b2b marketing campaigns go-to-market strategy marketing plan inbound marketing

Lisa R Cassidy

Written by Lisa R Cassidy

For nearly 20 years, Lisa has worked with a range of organizations from high tech startups to Fortune 500 companies across several industries. She is often charged with one simple mission to “make it happen.” As a result, Lisa is adept at developing breakthrough strategies and seeing those same strategies build brands and long-term equity. Her “can do” attitude allows her to make things happen and continually exceed client expectations. As a non-traditional marketing and communications consultant, Lisa believes her work really begins after the strategy and planning has been developed. Actual implementation is often what separates good brands from great ones. Maximizing budgets, modifying strategies on the fly and ultimately delivering results are key to Lisa’s success throughout the years. Lisa is currently Senior Strategist & Founder for ecoImagine.